Account Manager (Enterprise) - Indonesia
Xendit provides payment infrastructure across Southeast Asia and is expanding to Greater China and LATAM. We process payments, power marketplaces, disburse payroll and loans, provide KYC solutions, prevent fraud, and help businesses grow exponentially. We serve our customers by providing a suite of world-class APIs, eCommerce platform integrations, and easy to use applications for individual entrepreneurs, SMEs, and enterprises alike.
Our main focus is building the most advanced payment rails for Southeast Asia, with a clear goal in mind — to make payments across and within SEA simple, secure and easy for everyone. We serve thousands of businesses ranging from SMEs to multinational enterprises, and process millions of transactions monthly. We’ve been growing rapidly since our inception in 2015, onboarding hundreds of new customers every month, and backed by global top-10 VCs. We’re proud to be featured on among the fastest growing companies by Y-Combinator.
About the Job
We are seeking a highly motivated and strategically-minded Account Manager to own and grow our enterprise portfolio in Indonesia. This position is dedicated to our most complex and high-value enterprise clients—primarily cross-border e-commerce leaders, global SaaS platforms, and large-scale financial institutions. You will not just manage accounts, you will architect growth
Minimum Qualifications
- Strategic Experience: 5+ years of excellence in B2B management or high-stakes sales within the payments, fintech, or financial services landscape
- Proven Commercial Success: Demonstrated history of scaling revenue across sophisticated enterprise portfolios. Background in navigating international accounts is highly advantageous
- Indonesian Market Expertise: Deep familiarity with the local ecosystem is a must. You possess a nuanced understanding of the cultural and commercial requirements of merchants in Indonesia
- Core Competencies:
- Builder & Founder-Like Mentality: You thrive in “zero-to-one” environments. You are hands-on, take full ownership, and are relentless in removing blockers for your clients and your team
- Exceptional Communicator: You possess professional proficiency in English and Bahasa Indonesia. You can persuasively present to a boardroom in Indonesia and collaborate effectively with internal teams in SEA
- Data-Led & Analytical: You make decisions based on data, not gut feel. You can analyze transaction patterns to identify risk and untapped potential
- Attributes We Value:
- Integrity-Driven Hustle: You operate with high velocity while establishing unwavering credibility through radical reliability and transparency.
- Intellectual Curiosity: You are a natural investigator who prioritizes uncovering the root business challenge over simply addressing surface-level needs.
- Unyielding Resilience: You remain focused and undeterred when navigating sophisticated procurement cycles and extended commercial timelines.
Responsibilities
1. Strategic Portfolio Growth & Revenue Ownership
- Own the full P&L for a portfolio of key enterprise accounts. Drive revenue and transaction volume through upselling, cross-selling (Pay-in, FX, payouts) and new use case expansion.
- Develop and execute comprehensive 12-18 month account plans for each major client, articulating clear growth strategies and proactively managing churn risk
- Consistently exceed revenue targets by focusing on high-impact input metrics and maintaining a clean, accurate pipeline in Salesforce
2. Executive & Multi-Stakeholder Relationship Building
- Build and nurture C-level relationships(CEO, CFO, Head of Product, CTO) within your accounts. Understand their strategic objectives and align Xendit’s roadmap to solve their core business challenges
- Lead Quarterly Business Reviews (QBRs) and executive business reviews, providing data-driven insights and demonstrating clear ROI
- Serve as the trusted advisor and single point of contact, navigating complex organizational structures to secure buy-in and consensus
3. Cross-Functional Influence
- Partner with internal teams (Product, Engineering, Compliance, Legal) to bring the our clients’ needs back to the organization, influencing our product roadmap and regional strategy
- Work closely with the Business Development and Solutions teams to identify and scope net-new opportunities, bridging the gap between commercial terms and technical feasibility
4. Market Intelligence & Local Expertise
- Stay ahead of regulatory shifts and payment trends in Indonesia and Southeast Asia. Act as a subject matter expert on cross-border flows between those regions.
- Identify synergies between Xendit’s 7-market licensed infrastructure and the specific needs of Indonesian enterprises expanding into the region.
Do whatever it takes to make Xendit succeed!
Why Join Xendit?
- Impact at Scale: You won’t be a small cog in a giant machine. You will own a significant book of business that directly impacts Xendit’s regional growth.
- Licensed Infrastructure: Sell more than just a gateway. You have acquiring, remittance , banking, VASP, and lending licenses as your arsenal.
- Culture of Builders: We are a team of doers. We hire people who want to build, not just maintain.
- Accelerated Career Growth: We promote from within and offer high-visibility projects with direct exposure to global leadership.
